Specializing in Market Access and Reimbursement Strategies

Case Histories

SHA Unifies Stakeholders

Client Challenges

  • Client image and profile among managed care decision makers was very low overall.

  • This prevented account managers from accessing higher-level plan decision makers (medical director and quality care managers) who could influence formulary and medical policy.

  • Client wanted to improve relationships with payers by fostering a business partnership that was seen as mutually beneficial.

SHA Solutions

  • Developed an omni-channel offering that provided timely and relevant information that tied crucial payer business issues with the manufacturer’s product portfolio.

  • Focused specifically on topics related to the management of chronic diseases, such as benefit-design strategies, adherence, disease management, patient safety, and marketplace issues and trends.

  • Coordinated selection of the initiative’s steering committee and faculty, which comprised representatives from more than 50 key managed care organizations.

  • Addressed issues related to the “business of healthcare” through multiple offerings, including symposia, leave behinds, white papers, and slide decks.

  • Included a web portal that housed downloadable resources and tools regarding various facets of chronic-disease management.

Client Outcomes

  • Manufacturer experienced a significant increase in its overall profile, providing account managers with greater access to medical and pharmacy directors across key managed care plans and integrated delivery networks.

  • The initiative enabled account managers to improve product contracting versus competitors during tight negotiations for crowded therapeutic categories.

  • In a survey of managed care plans, their ranking among pharmaceutical companies jumped from number 18 prior to the initiative to number 3 after 1 year.

What this Means to You

SHA’s expertise in the business of healthcare can help bridge the gap between what payers want and what you need. Through our years of experience, SHA has managed to develop close relationships with key managed care key opinion leaders, allowing us to stay connected to the relevant issues that payers face on a daily basis.

To learn more about how SHA can provide customized solutions to fit your team’s needs, please contact us at (201) 623-0978 or solutions@shalliance.com. We look forward to partnering with you.